Consulting services differ not just in deliverables but in the relationship and additional value provided. Three consultants with different billing approaches (full hours, half hours, and managed hours) can deliver similar value, but the cost-to-value ratio varies based on what's included "for free" in the relationship. The distinction between the service itself (the box) and the relationship that transforms it (the arrow) matters more than simple hour comparisons. Understanding what extras come with a service—like systematic executive interviews, training, or relationship management—provides better insight for evaluating and comparing professional services.
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